We are in the selling profession to make a living by introducing prospects to a service or product that will solve their problems. Today we’re going to talk about what selling is not.
· Sales is not about getting your needs met. When I work and develop sales people one of the first things we address is fostering a proper attitude about our profession. Sales is not about making a commission or selling a product or service that doesn’t meet a prospect’s needs or expectations.
· Selling is not about selling as much as it is about discovering if a service or product that you represent is potentially a good match for the respective prospect.
· Selling is not about doing a presentation until both you and the prospective client have determined that there is possible fit for your services or products.
I purchased a service not long ago that made sense and that I could easily justify based on the price, value, and the credible advice I received from the representative. I could easily determine that she was looking out for my best interest. As we proceeded through the interviewing process, we became relaxed and had a very objective conversation. As we worked through the discovery phase with an appropriate amount of presentation and information from both parties, we quickly determined that the service was a good fit. We both walked away satisfied that it was a win-win for all involved.
If we do what’s in our client’s best interest, incomes and commissions will always take care of themselves.
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